Provides presales technical support and pre-sales account management to a major accounts. Functions as the primary point of contact for presales support for the assigned account(s). Works closely with the Global Account Manager or

Account Manager. The Account Consultant is the chief technology architect of the solution portfolio for one or more assigned accounts, providing overall coordination of technical resources and solution design.

The primary emphasis for this AC is the open systems side of the house and will work in concert with Solution Consultants for MF and Open Systems. The AC will be responsible for all opportunities within the account for all customer sites domestically and internationally and all divisions.

Responsibilities:

Business management

'Works with the Global Account Manager or Account Manager in developing and maintaining engagements that provide solutions to meet customers' needs.

Customer management

'Responsible for all pre-sales account management at the customer.

'Gathers data on customer business issues, analyzes solutions, and employs this information in HDS engagements.

'Collaborates with the customer on development of a global growth roadmap.

'Uses understanding of customers' business needs and knowledge of industry trends in one or more disciplines (Business Continuity, Tiered Storage, or Storage Management) to build a business case for HDS solutions.

Transformation and change management

'Actively supports company change programs and acts as a role model for solution selling.

HDS sales process:

Identify

'Participates in account planning and territory reviews.

'Supports the Global Account Manager or Account Manager in sales activity to identify and qualify new opportunities.

'Develops appropriate technical and business managerial level contacts within the customer.

'Establishes a dialogue with the customer to achieve trusted business adviser status.

'Accompanies Account Manager and other members of the sales team on customer visits to: